• MADISONLOGIC B2B WHITE PAPERS  |  FRIDAY, JANUARY 29, 2016
    [Automation, Salesforce.com] Interactive 24x7 Content: Why Online Presentations Belong in Every Digital Content Strategy
    marketing automation tools to allow tracking of. your online presentations on pages that are trackable by your marketing automation system, and use. These presentations can be stored just a few clicks away in a library within your CRM such as SalesForce.com. data with your marketing automation platforms. The contenders?
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, FEBRUARY 2, 2016
    [Automation, Salesforce.com] Claritix Assembles Marketing Data for Analysis: Maybe That's Enough
    The system has prebuilt connectors to import data from popular vendors including Salesforce.com , Marketo , Hubspot , SAP , SugarCRM , and Facebook. It also uses matches created elsewhere such as lead IDs used to synchronize CRM and marketing automation data or cookie IDs imported from Google Analytics. Here’s a deeper look.
  • JUNTA 42  |  SATURDAY, JANUARY 30, 2016
    [Automation, Salesforce.com] This Week in Content Marketing: Stop It! Content Marketing is NOT a Game of Traffic
    believe IBM is strengthening its suite of marketing technology products; it already owns SilverPop for marketing automation. Robert and I predict it will make several more acquisitions in 2016 (possibly SalesForce.com?) to further strengthen its marketing tool set and to drive growth. Could this be part of a marketing technology play?
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JANUARY 20, 2016
    [Automation, Salesforce.com] True Influence InsightBASE Simplifies Use of B2B Intent Data
    The notifications can be loaded as lists into a marketing automation or CRM system, where they can trigger advertising, sales calls, or other actions. InsightBASE has standard integrations with Marketo , Oracle Eloqua , and Salesforce.com. b2b marketing intent data lead scoring marketing automation predictive analytics
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, DECEMBER 22, 2015
    [Automation, Salesforce.com] Brightfunnel Gives B2B Marketers Self-Service Revenue Attribution
    Brightfunnel reads lead, account, and opportunity data from Salesforce.com and supplies missing connections based on things like company name. Since Salesforce.com can also capture lead source (i.e., But while keeping score in golf is simple, figuring out the impact of marketing programs is quite tough.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, NOVEMBER 28, 2015
    [Automation, Salesforce.com] Model Factory from Modern Analytics Offers High Scale Preditive Modeling for Marketers
    The "what" is pretty simple: it builds a large number of models in a fully automated fashion. Better still, Modern Analytics has experience connecting to APIs of common data sources such as Salesforce.com , so a new feed from a familiar source usually takes just a few hours to set up. But buffets also imply eating more than you should.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, NOVEMBER 5, 2015
    [Automation, Salesforce.com] Teradata Plans to Sell Its $200 Million Marketing Application Business. Any Takers?
    Well, Marketing Applications is still a $200 million business, which makes it a major player in B2C marketing automation. Point of reference: Salesforce.com reported $505 million revenue for its B2C marketing cloud in 2015.) b2c marketing technology campaign management marketing automation martech teradataSo what happens now?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, OCTOBER 29, 2015
    [Automation, Salesforce.com] Openprise Gives Marketers Easy(ish) Tool to Manage Their Data
    Most are marketing and sales operations staff supporting Salesforce.com and Marketo who use Openprise to supplement the limited data management capabilities native to those systems. Openprise falls roughly into this second category. It’s primarily used to set up data processing flows for data cleaning, matching, and lead routing.
  • AMPLIFINITY  |  THURSDAY, OCTOBER 29, 2015
    [Automation, Salesforce.com] Why sales isn’t off the hook for generating referral leads
    Originally published on Salesforce.com. Referral automation software delivers what marketing promises: qualified leads. Referral automation also helps sales teams nurture existing clients, deepen client relationships, and gain even more referral introductions and qualified leads. Sound too good to be true? It’s not.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 23, 2015
    [Automation, Salesforce.com] Teradata Adds a Data Management Platform To Its Marketing Cloud.Who Will Be Next?
    already expected the other cloud vendors to do this eventually; now I expect that will happen even sooner. I’m looking at you, Salesforce.com. adtech data management platform dmp integrated marketing systems marketing automation marketing cloud marketing technology martechBut I still think it’s an important difference in mindset.
  • CMO ESSENTIALS  |  TUESDAY, SEPTEMBER 22, 2015
    [Automation, Salesforce.com] Dreamforce 2015: Focus on Insight-Driven Customer Success
    I spent last week at Salesforce.com’s annual user conference: Dreamforce. Most importantly, companies still struggle with integrating data captured through connected devices across enterprise systems such as CRM, ERP, and marketing automation. Similar to years past, the event was massive. Salesforce IQ. IoT Cloud. Healthcare Cloud.
  • B2B MARKETING INSIDER  |  TUESDAY, JULY 28, 2015
    [Automation, Salesforce.com] 10 Marketing Over Coffee Podcasts You Should Check Out
    As a founder at Eloqua, Steve is one of the pioneers of the first great wave of Marketing Automation. A lot of in the trenches discussion about lead scoring and the handoff of leads from sales to marketing. Podcasts (And Coffee) Are Hot! Recently I was interviewed by Marketing Over Coffee podcast host John J. What is Marketing Over Coffee ?
  • AMPLIFINITY  |  WEDNESDAY, JULY 22, 2015
    [Automation, Salesforce.com] Selling is hard! Tracking referrals in Salesforce is easy
    But while referral automation programs are often thought of as the purview of the marketing department, the most effective referral programs also leverage the strong relationships that individual sales reps have with their customers.  For Salesforce.com users, tracking referrals in Salesforce is easy! Help your salespeople out.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, JULY 20, 2015
    [Automation, Salesforce.com] How to Match Great Content to Your Sales Funnel
    For example, for RingLead, we often create top-of-funnel content around data quality, CRM implementation, marketing automation best practices, and even broader content, such as marketing and sales productivity tips. In the B2B marketing world, the buying cycle is long. Navigating the Sales Funnel. 1. Top of the Funnel. Middle of the Funnel.
  • AMPLIFINITY  |  FRIDAY, JULY 3, 2015
    [Automation, Salesforce.com] 6 referral-selling killers
    Originally published on June 29, on Salesforce.com/blog. John’s advice: “You’d better have the infrastructure in place to support all of the referrals you’ll receive.” To help his team organize and follow up on all the great leads, John is now researching referral automation platforms that integrate with Salesforce.
  • HUBSPOT  |  THURSDAY, MAY 28, 2015
    [Automation, Salesforce.com] HubSpot & Salesforce Sign a Partnership Pact Through 2020
    I’m thrilled to announce that HubSpot has renewed our ISVForce relationship with Salesforce.com through 2020. Nearly 20% of HubSpot marketing software customers use Salesforce.com’s CRM product. There are tens of thousands of Sidekick sales acceleration users who also enjoy Salesforce.com’s CRM product. Ditto there.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 30, 2015
    [Automation, Salesforce.com] Are 70% of Marketing Automation Users Unhappy? Well, Not Exactly
    A recent piece in TechCrunch quoted me as saying that “almost 70 percent of marketers are either unhappy or only marginally happy with their marketing automation software.” Answers came from 159 marketing automation users. The real difference is an unusually small middle group, 29% rating marketing automation as “somewhat effective”.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, APRIL 17, 2015
    [Automation, Salesforce.com] Marketo Adds Custom Objects. It's a Big Deal. Trust Me.
    Specifically, it hasn’t let users set up custom objects (although they’ve been able to import custom objects from Salesforce.com or Microsoft Dynamics CRM ). This was a common limitation among early B2B marketing automation products but many have removed it over the years. Well, maybe a little.)
  • IT'S ALL ABOUT REVENUE  |  FRIDAY, APRIL 10, 2015
    [Automation, Salesforce.com] How to Achieve Clean Data in B2B Marketing
    She has spent the last three years in content marketing and community management at salesforce.com and Radian6, and has a background in account management for interactive and full service advertising agencies. Cleaning Data with Marketing Automation. This creates a duplicate in your marketing automation system. years.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 2, 2015
    [Automation, Salesforce.com] MarTech Conference: Some Random Impressions and Interesting New Vendors
    If that happens – and the jury is very much out – then best of breed would make sense for many more companies, especially if best of breed vendors can build in enough automation that high user skills are also not required to benefit from their systems. Or maybe the second MarTech experience is inherently less ground-breaking than the first.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 26, 2015
    [Automation, Salesforce.com] Terminus Offers Targeted Display Ads for B2B
    For many smaller companies, a suite like Adobe, Oracle , IBM , Salesforce.com , SAS , or Teradata isn’t an option and would be overkill if it were. The system imports lists of target accounts from a company’s CRM or marketing automation system, or lets clients build their own lists from Terminus’ own B2B company database. sales stages.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 19, 2015
    [Automation, Salesforce.com] Everstring Offers Fast, Flexible, Account-based Predictive Models for B2B Sales and Marketing
    And it measures engagement by analyzing visitor behaviors on the client’s own Web site, gathered through a tracking pixel, plus other data imported from marketing automation. real-time API can integrate with other CRM and marketing automation systems. Remember how much simpler life was back in 2010? Sounds pretty simple, eh?
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, MARCH 2, 2015
    [Automation, Salesforce.com] Reborn AutoPilot Aims to Simplify Multi-Channel Marketing
    These include Salesforce.com for CRM, InsideView and FullContact for data enhancement, Twilio for text messaging, Lob for postcards, Segment for event tracking, and GoodData for reporting. It sees itself as filling the gap between simple email systems and enterprise marketing automation products. wrote about Bislr in November 2013.
  • ANNUITAS  |  THURSDAY, FEBRUARY 19, 2015
    [Automation, Salesforce.com] B2B Events in 2015 – Where to Go and How to Learn
    Only this time, it is about the entire Oracle Marketing Cloud and not just marketing automation. Marketo’s annual user conference, worth attending simply because some of the brightest stars in marketing automation innovation will be on hand, sharing best practices and charting the course for Marketo’s next move. Unsure what to present?
  • HUBSPOT  |  FRIDAY, JANUARY 30, 2015
    [Automation, Salesforce.com] 10 Excel Tricks Every Marketer Should Know
    They make long manual processes simple by automating them. Google, Hubspot, Salesforce.com). Excel is a useful tool for a number of marketing tasks. The two most important uses that I have for Excel on a weekly basis is first, as a research tool while writing (e.g. Why are pivot tables important? Pivot Tables help you do exactly that.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, JANUARY 24, 2015
    [Automation, Salesforce.com] New Marketing Automation Options for Small Business in the VEST Report
    I’m revving up for the next edition of our B2B Marketing Automation Vendor Selection Tool (VEST) report, which will include six first-time entries. I’ve already written about two of those, Inbox25 and AutopilotHQ (formerly Bislr). But what really distinguishes dbSignals are two features beyond the normal scope of marketing automation.
  • IT'S ALL ABOUT REVENUE  |  THURSDAY, JANUARY 22, 2015
    [Automation, Salesforce.com] The State of Marketing Technology in Asia
    They also increasingly use the marketing technologies and platforms that can automate many of their processes, and engage customers and prospects efficiently and effectively at scale. Marketing automation is growing faster in Asia Pacific than anywhere else in the world, up 51% over the last 4 years. Follow David on Twitter @ketchum.
  • CMO ESSENTIALS  |  THURSDAY, JANUARY 22, 2015
    [Automation, Salesforce.com] Seven Simple Ways to Screen Marketing Candidates — Just by Looking at Their Resumes
    Whether it’s Google Analytics, WordPress, Salesforce.com, HubSpot, or Canva, a good candidate will list out the technologies they’ve mastered that are relevant to their work – not just marketing technologies, but related ones, such as content management systems and CRM tools. resume that’s more than two pages long. Missing metrics.
  • MARKETING ACTION  |  THURSDAY, JANUARY 22, 2015
    [Automation, Salesforce.com] Chris Kiersch on Best Practices for Choosing and Implementing a Marketing Automation Solution
    Chris and Leo Merle, Act-On’s Program Manager, had a conversation about Chris’ success with marketing automation. Tell me why you decided to implement marketing automation, and what specific issues needed to be addressed. Marketing automation before sales automation. Check out The Business Case for Marketing Automation.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, JANUARY 18, 2015
    [Automation, Salesforce.com] Customer Data Platforms Revisited: The Future of Marketing Data
    The list of vendors in each section isn''t necessarily comprehensive, especially in crowded segments like B2B marketing automation. Indeed, the big marketing clouds from Oracle, Salesforce.com, IBM, Adobe, and others all include extensive Delivery layer functions. But things aren’t quite so simple. Here''s a summary of what I''ve seen.
  • FEARLESS COMPETITOR  |  WEDNESDAY, JANUARY 14, 2015
    [Automation, Salesforce.com] Top 5 Reasons Why Lead Nurturing Matters for Marketing – Guest Post
    Please note that Fearless Competitor does accept guest posts, just like we write regularly for Salesforce.com blog. It’s easily automated and leads to results. When paired with marketing automation, lead nurture becomes quick and easy. This greater level of automation, when appropriate, frees up resources for “thinking” tasks.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 29, 2014
    [Automation, Salesforce.com] Predictive Analytics and Modern Marketing: Q&A with Mintigo’s Atul Kumar
    Atul: I’ve gone through many integration projects and worked with several different marketing automation systems. What are some of the biggest challenges marketers are facing with their marketing automation, and how does this integration address those challenges? It made his sales conversations more fruitful and personalized.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, DECEMBER 26, 2014
    [Automation, Salesforce.com] LeadLiaison Helps Marketing Automation Users Break the Content Bottleneck
    You may have noticed that there are many B2B marketing automation systems available. But they do go far enough beyond standard marketing automation to justify a different label. In particular, LeadLiaison helps marketers create content, a critical bottleneck that is not addressed by most marketing automation systems.
  • VOICE-BASED MARKETING  |  FRIDAY, DECEMBER 26, 2014
    [Automation, Salesforce.com] Ifbyphone’s Top 14 Blogs of 2014
    Mind the Gap: Lead Capture and Tracking Using Gravity Forms for Salesforce.com For marketers, data capture is everything. By integrating phone automation with each aspect of your company, you can find better employees, drive more revenue, and foster a happier customer base. However, this leaves out the rest of your marketing mix.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, DECEMBER 8, 2014
    [Automation, Salesforce.com] The Characteristics of a Marketing Automation Expert [Infographic]
    She has spent the last three years in content marketing and community management at salesforce.com and Radian6, and has a background in account management for interactive and full service advertising agencies. What does it take to become a marketing automation expert? Here are the characteristics of a true marketing automation expert.
  • CUSTOMER EXPERIENCE MATRIX   |  SUNDAY, NOVEMBER 16, 2014
    [Automation, Salesforce.com] Hushly Helps Marketers Connect With Anonymous Web Site Visitors
    When this blog last left Geoff Rego in 2010 , he had just sold the assets of pioneering B2B marketing automation vendor Market2Lead to Oracle. hushly lead identification marketing automation privacy prospect databases Rego has shown me a couple of approaches over the past few years, none of which quite worked out.
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, NOVEMBER 4, 2014
    [Automation, Salesforce.com] Lytics Adds Marketing Recommendations to a Customer Data Platform
    million funding, enrolling about 30 beta clients, releasing its initial system and a new self-service option, developing an automated process to recommend marketing programs to its clients, and abandoning the CDP label to call itself a “marketing activation platform”. In fact, Lytics could pretty much the poster child for the CDP concept.
  • VOICE-BASED MARKETING  |  FRIDAY, OCTOBER 31, 2014
    [Automation, Salesforce.com] Top 6 Marketing Measurement Technologies
    Customer Relationship Management (CRM): Just over half (52%) of marketers are using CRM solutions such as Salesforce.com , to deliver insights on sales conversions. Marketing Automation: Only 33% of marketers are using this powerful technology, yet it provides some excellent data. General
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 24, 2014
    [Automation, Salesforce.com] SalesPredict Offers Highly Automated, Highly Flexible Predictive Modeling
    In this case, the main technical differentiator is extreme automation: SalesPredict imports customer data, builds models, scores current records, and deploys the results with virtually no human intervention. automated modeling crm marketing automation predictive analytics predictive marketing predictive modeling salespredict
  • MARKETING ACTION  |  TUESDAY, OCTOBER 21, 2014
    [Automation, Salesforce.com] Customers are still King.
    Our satisfaction rating beat some of the biggest and best-known companies at DF-14, including Salesforce.com, Evernote and DropBox. For that matter, why are we the fastest-growing marketing automation company? Even if you were nowhere near San Francisco last week, you probably got a bit of the Dreamforce buzz. What has worked for us?
  • MARKETING ACTION  |  TUESDAY, OCTOBER 21, 2014
    [Automation, Salesforce.com] Customers are still King.
    Our satisfaction rating beat some of the biggest and best-known companies at DF-14, including Salesforce.com, Evernote and DropBox. For that matter, why are we the fastest-growing marketing automation company? Even if you were nowhere near San Francisco last week, you probably got a bit of the Dreamforce buzz. What has worked for us?
  • THE POINT  |  MONDAY, OCTOBER 20, 2014
    [Automation, Salesforce.com] Research Report: Lead Gen Not as Easy as Marketers Think
    I just returned from a few days at Dreamforce in San Francisco, the annual circus-slash-conference hosted by CRM leader Salesforce.com, and was struck by the wave of technologies on display that centered on analytics. Just when did demand generation get this complicated? In reality, however, things aren’t quite so convoluted.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, OCTOBER 17, 2014
    [Automation, Salesforce.com] Dreamforce 2014: Process Is More Important Than Analytics
    photo by Dion Hinchcliffe Salesforce.com ’s Dreamforce conference this year was the usual mix of spectacle, congestion, and heart-felt philanthropy. The core technology was acquired when Salesforce.com bought EdgeSpring last June. This is no longer a new thought, but few companies have actually done it. Winners will; losers won’t.
  • HUBSPOT  |  MONDAY, OCTOBER 13, 2014
    [Automation, Salesforce.com] Inbound Marketing’s Next Industry Disruption: The IT Reseller World
    This trend, first popularized by Salesforce.com and now the dominant software model for start-ups in the last 10 years, reduces the need for large on-premise installation projects -- the bread and butter of the reseller community. This post originally appeared on the Insiders section of Inbound Hub. The Switch to SaaS. Similar Model.
  • ANNUITAS  |  THURSDAY, OCTOBER 9, 2014
    [Automation, Salesforce.com] The Problem with Account-based Marketing
    Consider myself as an example of an “engaged” individual in your marketing automation system. I get calls from marketing technology vendors almost daily, based on the fact that I am a bit of a collector of white papers. Consider how leads vs. contacts work in Salesforce.com. *This post first ran June 13, 2014.
  • CUSTOMER EXPERIENCE MATRIX   |  SATURDAY, SEPTEMBER 27, 2014
    [Automation, Salesforce.com] BlueConic Selects Targeted Messages Using a Cross-Channel Marketing Database
    This definition distinguishes CDPs from traditional marketing automation products, which do their own execution, and from real-time interaction managers, which lack persistent data stores. There are standard integrations with Twitter, Facebook, and Salesforce.com, as well as a system development kit for integration with mobile apps.
  • MARKETING ACTION  |  MONDAY, SEPTEMBER 15, 2014
    [Automation, Salesforce.com] How Data Science Is Transforming Sales and Marketing
    That is the promise of predictive analytics technology when applied to sales and marketing automation solutions. Companies like salesforce.com have been wildly successful in automating sales processes in organizations around the world. What in the world is data science?  And why should you care? Like a Magic Crystal Ball.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, AUGUST 28, 2014
    [Automation, Salesforce.com] 6Sense Finds B2B Prospects Using Web Site Activities
    Starting at the beginning, the system imports a list of each client’s customers and sales opportunities from CRM and marketing automation systems. Standard integrations are available for Salesforce.com , Oracle Eloqua and Marketo. I mentioned 6Sense briefly in a recent post about vendors who help companies find prospects on the Web.
  • ANNUITAS  |  WEDNESDAY, AUGUST 20, 2014
    [Automation, Salesforce.com] A Marketing Automation Evangelist and Change Management
    ANNUITAS: What does the Marketing Automation Evangelist at Salesforce.com do on a daily basis?  Mathew Sweezey:  My role at Salesforce.com entails spearheading primary research efforts, writing up the analysis, and then translating that back to our audience with what can be learned from it. What is your strategic focus?
  • B2B MARKETING MENTOR  |  THURSDAY, JULY 3, 2014
    [Automation, Salesforce.com] Our 5 Favorite Marketing Automation UIs
    And marketing automation software offers them plenty to tinker with. The best marketing automation solutions have intuitive user interfaces (UIs; which use elements such as menus, icons and shortcuts to allow users to interact with the system) that facilitate this kind of creative trial-and-error. HubSpot. Adobe Marketing Cloud.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JUNE 27, 2014
    [Automation, Salesforce.com] Fliptop: A Customer Data Platform for Predictive Lead Scoring, Pure and Simple
    The one objective distinction is that FlipTop is publicly listed on the Salesforce.com App Exchange, meaning it has passed the Salesforce.com security reviews. Fliptop scores are loaded into a CRM or marketing automation system where they can be used to prioritize sales efforts and guide campaign segmentation.
  • FATHOM  |  TUESDAY, JUNE 24, 2014
    [Automation, Salesforce.com] Enabling Sales: Change the Point of View
    One of the most common questions I hear from sales managers is: “What is one of the best ways my sales reps can manage their day more efficiently by using salesforce.com?” Creating automation? Administrators set up automation to run behind-the-scenes. ” Pulling reports? Probably not. Not directly.
  • HUBSPOT  |  THURSDAY, JUNE 19, 2014
    [Automation, Salesforce.com] 60 Marketing Acronyms Every Industry Pro Should Know
    Examples: Salesforce.com, Google. CASL covers email, texts, instant messages, and automated cell phone messages sent to computers and phones in Canada. Have you ever heard an acronym but you didn''t know what it meant? It can really throw you off your game in a conversation. 60 Common Marketing Acronyms. See SaaS.). BR: Bounce Rate.
  • THE POINT  |  FRIDAY, JUNE 13, 2014
    [Automation, Salesforce.com] 5 Common Content Syndication Mistakes
    If you offer a white paper on “Salesforce.com Success Tips” you’ll attract users of Salesforce.com. As a very basic guideline, every content syndication lead should receive immediate, automated e-mail follow-up upon being imported into your marketing or CRM database. And yet content syndication is no slam dunk.
  • ANNUITAS  |  THURSDAY, JUNE 12, 2014
    [Automation, Salesforce.com] The Problem With Account-Based Marketing
    Consider myself as an example of an “engaged” individual in your marketing automation system. I get calls from marketing technology vendors almost daily, based on the fact that I am a bit of a collector of white papers. Consider how leads vs. contacts work in Salesforce.com. know many folks in the space that do the same as me.
  • 3D2B  |  TUESDAY, JUNE 3, 2014
    [Automation, Salesforce.com] 5 Ways to Grow Your Business with Salesforce.com
    There are many ways you can use Salesforce to automate routine aspects of your business, enable collaboration, and make associates more productive. Call us at +1 718-709-0900 (US) or +39 06 978446 60 (EMEA), or contact us online to learn how we can help you meet your lead qualification goals with Salesforce.com. Drucker. Track Leads.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MAY 14, 2014
    [Automation, Salesforce.com] High Sales Efficiency Expectations with Marketing Automation [Infographic]
    Sales Prospecting Perspectives is pleased to bring you a guest post from Brian Hansford , Director of Client Services and Marketing Automation Practice at Heinz Marketing. Marketing Automation is a leading force in this evolution, and B2B marketers are rapidly increasing their acumen to provide a direct impact to revenue generation.
  • FATHOM  |  WEDNESDAY, APRIL 30, 2014
    [Automation, Salesforce.com] Review: An Admin’s Take on Salesforce.com Spring ’14
    ’ With Spring ’14, salesforce.com has yet again dazzled us with a fantastic new release of salesforce1 mobile, platform, connected and social communities. We integrate, automate and streamline to form personalized relationships with our customers; connectivity is simply part of the process.
  • HUBSPOT  |  MONDAY, APRIL 21, 2014
    [Automation, Salesforce.com] An 8-Step Plan for Migrating to a New Marketing Automation Program
    Michael Freeman wasn’t psyched about having to migrate from one marketing automation system to another. ” Migrations are becoming more common in the marketing automation space. A few years ago that wasn’t the case. Sync your contacts with Salesforce.com, and start recreating workflows, lists, and forms. 7) Test.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, APRIL 10, 2014
    [Automation, Salesforce.com] Marketo Conference: Small Changes, Big Picture
    Real Time Personalization already exists, obviously, and will remain a separate product that can work with any marketing automation system. This borders on integration of Web display with marketing automation, an extremely important trend. Every major marketing automation vendor has tried to do the same. Fair enough.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, APRIL 9, 2014
    [Automation, Salesforce.com] Vocus Purchased by Private Equity Firm GTCR: This Could Be Interesting
    But the main reason is probably that just 15% of Vocus'' 2013 revenue came from its marketing automation products. At that time, the marketing product was missing key marketing automation features including lead scoring, multi-step workflows, and integration with Salesforce.com. Vocus has been working hard to change its profile.
  • THE POINT  |  TUESDAY, APRIL 1, 2014
    [Automation, Salesforce.com] Why is Inside Sales So Scared of Lead Nurturing?
    Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Once initiated, the steps are as follows: 1. Marketo sends first follow-up email. 2.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, MARCH 26, 2014
    [Automation, Salesforce.com] IBM May Buy Silverpop: B2B Marketing Automation and B2C Email Would Be Great Fit
    The other enterprise-level B2C email vendors ( ExactTarget , Responsys ) have already been bought at wondrously high prices, and every B2B marketing automation vendor I talk to tells me that potential investors are approaching them constantly. My only reaction was, What the heck took so long? IBM as an acquirer also makes perfect sense.
  • ANNUITAS  |  TUESDAY, MARCH 18, 2014
    [Automation, Salesforce.com] The Rise of the Marketing Technologist Part 3: People, Process, Content and then Technology
    All of the usual suspects were in the room – head of marketing, head of sales, marketing automation power users, demand generation leads, content marketer … but also present were the head of their CRM install and the lead project manager of their website and web analytics team — both IT roles in this particular company.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, MARCH 13, 2014
    [Automation, Salesforce.com] Teradata Integrates Its Marketing Automation Acquisitions for Enterprise Marketers
    Last year’s biggest marketing automation acquisitions were products for consumer marketing: ExactTarget by Salesforce.com , Neolane by Adobe , and Responsys by Oracle. Consumer marketers have had their own, highly sophisticated marketing automation systems for years. responsive design").
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, FEBRUARY 21, 2014
    [Automation, Salesforce.com] Bizo and DemandBase Lead B2B Marketing Automation to Web Advertising and Beyond
    Marketing automation, Web analytics, and Web content management systems can all access this data via API calls for analytics and as inputs to their own selection and treatment rules. This is a major extension beyond traditional marketing automation, which works mostly through email to known prospects. Let’s start with DemandBase.
  • MARKETING ACTION  |  MONDAY, FEBRUARY 17, 2014
    [Automation, Salesforce.com] Digital Marketing Glossary, Part 1
    An example of a process rule is the instructions inside an automated program, such as “If the recipient clicks on the link in this email, give them a lead score of 10 points and advance them to the next step.” An example of how groups (e.g. Guilty as charged. This glossary is a first draft, and we invite your feedback. that have value.
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, FEBRUARY 13, 2014
    [Automation, Salesforce.com] Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
    The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Taken together, these provide a clearer picture than usual of the state of marketing automation. The reason is selection bias: most surveys are answered by people who are actively engaged in marketing automation.
  • MARKETING ACTION  |  FRIDAY, FEBRUARY 7, 2014
    [Automation, Salesforce.com] 50+ Expert Resources for Internet Marketers
    wide range of marketing automation resources by topic in Act-On’s Center of Excellence. Regardless of background, most marketers start off in the industry green as can be, always on the search for as much information as we can learn to elevate ourselves to the next level. Have a site you think should have made our list? B2B Marketing
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, FEBRUARY 3, 2014
    [Automation, Salesforce.com] How to Organize Your CRM for Inside Sales Success
    The most important one could very well be our CRM, which at AG is Salesforce.com. One of my responsibilities is to do the training sessions about Salesforce.com for new hires at AG. I like to think that I have a few key tools in my prospecting toolbox. Spending hours on Salescore.com every day has allowed me to become quite proficient.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, JANUARY 31, 2014
    [Automation, Salesforce.com] More New Systems Challenge the Marketing Automation Status Quo
    Last week’s post looked at newer marketing automation systems that focused on small businesses. The general notion is that small businesses are finding existing marketing automation products too hard to use and would be happy with something simpler, especially if it costs less. Although this approach is popular, there are others.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JANUARY 22, 2014
    [Automation, Salesforce.com] Next-Generation Marketing Automation Systems Target Small Business
    I’ve been gearing up for the next edition of our VEST report on B2B marketing automation systems, which involves catching up with established vendors and chasing down some new ones. nurture campaigns), and share leads with a CRM system like Salesforce.com. Synchronization with Salesforce.com and SugarCRM are due by mid-2014.
  • VOICE-BASED MARKETING  |  FRIDAY, JANUARY 17, 2014
    [Automation, Salesforce.com] Ifbyphone Talks Proactive Call Technology at BIA Kelsey
    Here are some other insights from the panel on the importance of being proactive in your voice-based marketing automation efforts. Voice-based marketing automation, the panel agreed, is essentially doing for marketers what Salesforce.com did for sales teams. Reactive vs. Proactive Technology.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, JANUARY 8, 2014
    [Automation, Salesforce.com] 12 Tips for Building and Managing a Bigger Sales Pipeline
    Automate as much as you can: This means reminders for next steps, the next steps themselves (based on activity triggers), content templates you can quickly customize for individual prospects, etc. Salesforce.com does a great job of this, but may be too much for small businesses. Why do you need a pipeline in the first place? for you.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 2, 2014
    [Automation, Salesforce.com] How Should I Structure My Marketing Automation Team?
    In fact, football teams are a lot like marketing automation teams – you need talented players, of course, but you also need dedicated roles, internal coordination, and sound strategy. The Basic Structure of a Marketing Automation Team. We also have a four-member creative services team supporting the marketing automation team.
  • MODERN B2B MARKETING  |  THURSDAY, JANUARY 2, 2014
    [Automation, Salesforce.com] How Should I Structure My Marketing Automation Team?
    In fact, football teams are a lot like marketing automation teams – you need talented players, of course, but you also need dedicated roles, internal coordination, and sound strategy. The Basic Structure of a Marketing Automation Team. We also have a four-member Creative Services team supporting the Marketing Automation team.
  • MODERN B2B MARKETING  |  MONDAY, DECEMBER 9, 2013
    [Automation, Salesforce.com] Independents vs. Software Suites: How the Cloud Affects the Solutions Landscape
    Marketo – for marketing automation. There is one more category of companies I need to mention: those who are trying to create suites in the Cloud. I am mainly referring to Salesforce.com and NetSuite. Author: Rajiv Kapoor The world of enterprise software is moving to the cloud. Suddenly, selecting different vendors isn’t an issue.
  • FATHOM  |  MONDAY, NOVEMBER 25, 2013
    [Automation, Salesforce.com] Breaking Down 5 Buzzwords from Dreamforce
    If you weren’t at last week’s Salesforce.com  Dreamforce conference  in San Francisco, I will tell you what you missed (besides endless parties … er, networking opportunities) and why it’s important. First off, with nonstop stimulation and fantastic food, drink, people and learning, sensory overload was the norm.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 22, 2013
    [Automation, Salesforce.com] Marketing Automation News from Dreamforce: B2B More Integrated, B2C Stays Separate
    I spent the early part of this week at Salesforce.com ’s annual Dreamforce conference. The bad news was for B2B marketing automation. There, Pardot is described only as providing lead scoring and nurture programs, which is a subset of what B2B marketing automation usually offers. Here are my observations.
  • MODERN B2B MARKETING  |  THURSDAY, NOVEMBER 21, 2013
    [Automation, Salesforce.com] Dreamforce Session Recap: Write Awesome Emails, Understand the Marketing Technology Landscape, and Rock Your Inbound and Outbound Marketing
    Dreamforce-goers have braved the elements of San Francisco, surviving a few rainy days under Salesforce.com’s huge inflatable structure connecting Moscone North and South. This is tough because relevancy is often in the eye of the beholder, but behavioral tracking in marketing automation tools can help. Salesforce.com Be Human.
  • MODERN B2B MARKETING  |  WEDNESDAY, NOVEMBER 20, 2013
    [Automation, Salesforce.com] Dreamforce Day 2 Recap: Rainy with a Chance of Data Clouds
    The Salesforce.com Foundation uses an integrated philanthropic approach, which Benioff calls “The 1/1/1 Model” — the company donates 1% of Saleforce.com’s equity, 1% of their employees’ time, and 1% of their products to improving communities around the world. Salesforce.com ” Benioff asked the crowd.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, NOVEMBER 20, 2013
    [Automation, Salesforce.com] 8 Key Business Takeaways From Yahoo! CEO Marissa Mayer
    Expected to draw a whopping 135,000 attendees, the Salesforce.com annual annual event is focused on cloud, mobile, social, and connectivity. Be sure to stop by the Compendium booth (#2208) to chat with us about content marketing, marketing automation, and the Oracle Eloqua Marketing Cloud. Employee transparency has realized Yahoo!’s
  • MODERN B2B MARKETING  |  SATURDAY, NOVEMBER 16, 2013
    [Automation, Salesforce.com] 10 Insider Tips for Your Dreamforce 2013 Experience
    Join our own Jon Miller for “10 Ways Marketing Automation and Inbound Marketing Work Together” (Wednesday, 10:30am) and DJ Waldow for “11 Secrets to Email Marketing That Gets Opened, Read, and Clicked” (Tuesday, 12:30pm). Salesforce.com Here are our 10 insider tips on key sessions, can’t-miss parties, and local gems: 1.
  • FATHOM  |  SUNDAY, NOVEMBER 10, 2013
    [Automation, Salesforce.com] Defining Lead Status Classifications
    Listed below are the standard industry definitions we use to classify our leads in salesforce.com. Leads with a status of MQL will be marketed to through marketing automation until they complete an action oriented form, hit an activity threshold, or there is a request made for the transfer of ownership. These leads are by far the best!
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 8, 2013
    [Automation, Salesforce.com] Gainsight Gives Customer Success Managers a Database of Their Own
    As Gainsight sees it, this makes them the post-sales analogue to marketing automation systems (which manage acquisition) and CRM systems (which manage sales)*. The information is presented through Gainsight’s own interface, which runs on Salesforce.com ’s Force.com platform, making it easy to integrate with Salesforce itself.
  • CUSTOMER EXPERIENCE MATRIX   |  FRIDAY, NOVEMBER 1, 2013
    [Automation, Salesforce.com] Bislr: A "Marketing Operating System" That Includes Marketing Automation As An App
    There was a really interesting discussion this week over on Scott Brinker’s ChiefMartec blog about the evolution of marketing automation systems into “platforms” that each support a swarm of satellite applications connected through open APIs. date from the mid-2000s and were originally built to feed leads to Salesforce.com.
  • VOICE-BASED MARKETING  |  THURSDAY, OCTOBER 17, 2013
    [Automation, Salesforce.com] Marketing and Sales Should Work Together to Define How Leads Get Scored and Routed
    Marketing Technologies Can Help Automate Lead Scoring and Routing. Once you have agreed on how leads should be scored and routed, you can use various marketing technologies to automate the process. Marketing automation tools like Marketo or Eloqua can help with leads from web form downloads. Does a lead’s past activity count?
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, OCTOBER 15, 2013
    [Automation, Salesforce.com] Marketing Automation's Unhappy Users: Trouble in Paradise?
    As I mentioned in last week''s post , I’m writing a paper on stages of marketing automation deployment. The premise of the paper and Webinar is marketing automation has a problem: clients who don’t move beyond basic email functions are unhappy. The paper itself will be available to Webinar attendees.
  • VOICE-BASED MARKETING  |  MONDAY, OCTOBER 7, 2013
    [Automation, Salesforce.com] Measure Your Content Marketing ROI with Call Tracking
    The lead should be tracked through the sales process to see if it eventually turns into revenue. (If you aren’t doing this already, a marketing automation tool like Marketo or Eloqua integrated with a CRM system like Salesforce.com can help you get started.). Businesses today continue to spend more on content marketing.
  • B2B MARKETING MENTOR  |  TUESDAY, SEPTEMBER 3, 2013
    [Automation, Salesforce.com] Where Should Marketo Go From Here?
    On March 17, 2013, Marketo launched a successful initial public offering (IPO), approximately seven years after the marketing automation software company was first founded in 2006. The B2B marketing automation industry is “very active” right now, says David Raab, principal of Raab Associates, Inc. , who follows it closely.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, AUGUST 7, 2013
    [Automation, Salesforce.com] NICE Buys Causata to Extend Its Customer Experience Management Position
    The idea of NICE expanding to become an all-channel, all-department customer experience vendor immediately raises the question of how they’ll compete with all those other omni-everythings approaching from digital marketing ( Adobe ), B2B CRM ( Salesforce.com ), and general enterprise systems ( Oracle , SAP , IBM ).
  • CUSTOMER EXPERIENCE MATRIX   |  TUESDAY, AUGUST 6, 2013
    [Automation, Salesforce.com] How RightWave Solves the Marketing Automation Skill Shortage
    One of the main reasons that marketing automation has not been adopted more quickly is that too few marketers know how to fully use it. Instead, RightWave offers what it calls “marketing automation as a service,” gives each client access to staff members who will set up and execute campaigns for them.
  • VOICE-BASED MARKETING  |  MONDAY, JULY 29, 2013
    [Automation, Salesforce.com] The Fashionable Guide to VBMA Application Integrations
    Here’s why application integrations with voice-based marketing automation (VBMA) are a must and how they can improve your digital wardrobe. A CRM Integration Is Like a Walk-In Closet from Heaven. solid voice-based marketing automation provider isn’t Prada; it’s more like your favorite pair of jeans: strong and reliable with a flexible fit.
  • CUSTOMER EXPERIENCE MATRIX   |  MONDAY, JULY 15, 2013
    [Automation, Salesforce.com] Vocus Marketing Suite: Still Mostly Social But Marketing Automation is On the Way
    Even in the small business sector, that count would make Vocus one of the largest marketing automation systems. But Vocus doesn’t quite match the profile of standard marketing automation products. Other traditional marketing automation features will be added as well. Buying Signals” draws on Twitter only.
  • CUSTOMER EXPERIENCE MATRIX   |  WEDNESDAY, JULY 10, 2013
    [Automation, Salesforce.com] Optify Lets Agencies Provide Small Business with Marketing Automation, Distributed Marketing, and Sales Enablement
    Finally, Optify has expanded into conventional marketing automation over the past 18 months and most recently added basic contact management and distribution of lead information, scores, and alerts to sales people. This will remind marketing automation aficionados of HubSpot, which has made a similar journey.
  • VOLACCI  |  FRIDAY, JUNE 28, 2013
    [Automation, Salesforce.com] Drip Marketing Campaigns vs Lead Nurturing Campaigns
    Until marketing automation technology was possible, this process was mostly a manual one. Enter marketing automation-- now, a business is able to exponentially increase their brand reach and trust through the use of marketing automation campaigns. What Are Drip Marketing Campaigns? When To Use Drip Marketing Campaigns?
  • VOLACCI  |  FRIDAY, JUNE 28, 2013
    [Automation, Salesforce.com] Drip Marketing Campaigns vs Lead Nurturing Campaigns
    Until marketing automation technology was possible, this process was mostly a manual one. Enter marketing automation-- now, a business is able to exponentially increase their brand reach and trust through the use of marketing automation campaigns. What Are Drip Marketing Campaigns? When To Use Drip Marketing Campaigns?
  • CUSTOMER EXPERIENCE MATRIX   |  THURSDAY, JUNE 27, 2013
    [Automation, Salesforce.com] Adobe Buys B2C Marketing Automation Leader Neolane: One Gap Filled, But Where's CRM?
    Adobe today announced plans to acquire Neolane , the largest remaining independent B2C marketing automation vendor (excluding email-focused providers like Responsys and Silverpop ). It reinforces suspicions that Adobe was the mystery bidder for ExactTarget mentioned last month by Salesforce.com. The deal is not particularly surprising.
  • VOICE-BASED MARKETING  |  THURSDAY, JUNE 27, 2013
    [Automation, Salesforce.com] 4 Ways Marketing Teams Are Coping with the Increase of Google PPC Costs
    Here are four ways marketing teams are using voice-based marketing automation to do just that in their efforts to tighten their budgets and maximize their conversion rates. Salesforce.com and CRM Integration to Monitor Leads through the Salescycle. Dynamic Phone Number Insertion to Weed Out Ineffective Ads. Think again.
  • FEARLESS COMPETITOR  |  TUESDAY, JUNE 25, 2013
    [Automation, Salesforce.com] Marketing Made Simple TV now features “marketing qualified sales leads” a.k.a. sales leads
    Salesforce.com. and all of the leads then get pushed back into your marketing automation/CRM systems.  The New and Greatly Improved Marketing Made Simple TV show now delivers marketing qualified leads (sales leads) for you. That’s right. sales leads). World-class companies already use this service, including. Eloqua/Oracle.
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